Frustration, disappointment, nervousness and confusion are symptoms of a sales crisis. When you are in a crisis you feel like the whole universe has conspired against you to deny any kind of negotiation.
Fortunately, a crisis is not the result of supernatural forces and with some simple techniques is possible to move on.
1) Write down your top 3 professional success stories
Our brain is programmed to focus (and even obsess) on negative stuff. Our ancestors had to pay a lot of attention to stressful situations, otherwise ignoring them would cause them death. Although stress generated by a sales crisis does not compare to the feeling of a wild animal ready to attack your village, your brain can't tell the difference.
During a crisis, our brain is only going to see the bad side, even to the point of self-destruction. So make sure to not let that happen!
Remember 3 of the most successful moments in your professional career and write a small story about them, describe the colors, places, people, scents and specially, what made it so glorious. Read them a couple of times and recreate those memories in your mind, this way you will activate the chemicals in your brain that will help you get quickly out of that crisis.
2) Use your Key Moves manual
When being in a sales crisis, our corporal language reflects our state and if we let that overtake us, it will be harder for us to get out of that situation to the point of completely losing our self esteem.
A simple exercise you can do is to answer the next question: If you had a person from another planet in front of you, who knows nothing about the human race, how would you teach him to have self-confidence?
This fantastic exercise will help you create a list of steps to follow to recover your inner strenght and move on. You can also anwer questions like:
- What are the things you do when you're self assured?
- Do you smile a lot?
- Do you look at people right in the eyes?
- Do you walk with your head held high?
- When you walk, is your back curved?
Discovering these things will help you create your key moves manual, this way everytime you feel like losing self assurance, you can take a look at it and walk into meetings with energy and strenght for your next sale.
3) Do something you're good at
A critic situation; it takes you out of your comfort zone and in some occasions crisis show up because we're out of it and even if you are one of those people that always stay out of the comfort zone, we always need that peaceful place where we feel whole.
The best way to feel complete again, is distraction, and you can add something victorious, for example, have a quick get away to the gym and if possible, kick the punching bag several times or you could just take a walk or sit and appreciate the landscape for a few minutes.
Another way to connect with yourself is teaching or helping someone do something, you'll be surprised of the things you are capable of and ocassionally forget we know how to do them.
Sales are a mental sport and crisis happens to everyone. We hope these three techniques help you get out of them faster and go back to be the star sales person you have always been.
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